Up-selling & Cross-Selling – how to Enhance SALES significantly!
Introduction: what is up selling ?
what is cross-selling ?
- The cross-selling is typically utilized in suggesting related or complimentary solutions or products to the customer.
- Suppose you go for certain kinds of books on Amazon, you might observe that Amazon automatically gives you pointers to similar or related books.
- So this helps the customer enhance the original choice and gives additional features as well as far as selling books is concerned.
- So see you recommend a phone case or a new phone then a software add-on could be sold along with it as a natural choice.
- So is a very good way powerful way to boost higher engagement more average order value and loyalty as well.
- Also at the bottom of this post, a reference to our SALES solution SALES enhancer is provided FREE for testing and review.
- If applied as a process, it increases SALES by at least 30%.To show your potential client for improved sales, just thirty seconds is needed.</ li>
Up selling – Sub-Topics
Value-Based Selling - So value-based selling is primarily based on understanding customer goals and trying to show how your solutions would address the same.
- So in the process give features that can help better meet those needs or goals.
- Is not only the price tag but more on the benefits & the outcomes one could expect to cause the customer to buy.
- So also naturally and increased ROI as well.
- So this value-based sales is the basic art and science of aligning the product or solutions benefits with actual customer needs and also the desired results or outcomes that the customer is looking for.
- So here we do not directly focus on the features or pricing only.
- So very clearly hear the goal is to show how the upgraded or premium option delivers much more value.
- All due to better efficiency and better results.
- The Final goal is to serve better and not to sell more.
- So when the values are properly articulated then only the customer begins to see that upscaling is a very wise investment for him.
- One does not Focus on the additional cost only.
- So the trust is higher and so is the relationship longer and the customer feels that their specific needs are being considered or referred to well.
- The value-based up-selling works especially in B2B SAAS and also in service-oriented environments where outcomes that can be measured in our return on investment(ROI) and so is an important decision driver for the customer.
Product/Service Tiering - So the basic strategies to structure the offerings could be kept.
- like giving basic standard or premium services.
- Then the sales team has to be trained on how to position the various value options giving say proper comparison charts or case studies or demonstrations.
- So basically the goal is to let the customers see upgrade is a much smarter choice with better ROI and simply not an up-selling.
- So basically as you go from basic, standard to premium there is an increase in benefits of features.
- Which in turn leads to better ROI or some benefit to the end customer.
- Upselling is handled logically and in a step-by-step manner.
- A Properly designed tier system helps customer to automatically go for higher values tiers based on whatever they need and their pattern of usage or their ambitions & goals.
- So for example usage of any software or anything for free might encourage users to go for a paid version.
- So they experience the potential of the software and imagine how well they could do if they get the full potential of the tool.
- So the basic goal is to make premium feel like a natural next step for the buyer.
Customer Timing & Journey Alignment- So the timing is also important apart from what is being sold in the upselling.
- Moments are identified like onboarding or just starting using the solution or maybe the renewal process or maybe post success milestones when the customer is more accepting of the upgrade.
- Then is a time to position the higher valued solutions of suggestions.
- Communication helps to make up proper motivation to the customer for the natural next step.
- So for example like in the onboarding process customers are more easily prone to looking for more advanced features than what are they about.
- But so also during the renewal process on a product which they have experienced already; they may open up to scaling or adding support of premium type.
- Good timing looks at things more smartly and avoids overloading the client with information.
- It respects the preparedness of the customers .
- So here timing is like it could be event-driven.
- like looking at how frequently the customer is using a solution or when the customer hits the limits .
- and at that moment when one can do the up-selling so.
- This is the tune when the value of the service or solution could be enhanced.
- This approach improves customer satisfaction and helps in UP-selling.
- Also it naturally helps the user’s needs to evolve in a natural flow.
- Cross-selling is identifying what solutions or products complement t the current sale.
- like if one book is getting sold, then one needs to look at what are the other books that could be sold along with this book.
- or the books that belong to a similar area or domain.
- So this is called the process of bundling the solution together is cross-selling.
- One has to identify what kind of add-ons one puts in the solution.
- If an Element adds to the value of the solution, and is not yet added, that means the customer would not say no to it as it would be a part of the solution.
- Like a mouse for a laptop is an essential need etc.
- So once proper suggestions to the customer are given for Cross-selling the customer will trust more.
- and it also helps in better money flows.
- in Contrast to random or excessive recommendation; which can cause issues distress in situation.
- Proper mapping or connection of related products or solutions helps to sell better .
- It is not just an additional product or a solution.
- but a value add on an existing product, that is something the customer would need.
- So the basic game is to understand the customer needs and not just what need they initially came up with initially, but looking beyond it.
Customer Behavior & Personalization- So basically customer data could be gotten from the Purchase history to know the behavior .
- Smart cross-selling is more intuitive and natural and not pushy .
- So it is like saying to the customer “Hey you might like this as well”.
- So basically look at the customer behavior based on the Purchase history based on the browsing patterns or even the demographic location.
- Like the country or the region or the culture the customer belongs to and then give the recommendations.
- Cross selling gets more efficient by targeting the right person for the right product so.
- Mapping the product or the solution with the right needs of the customer accurately helps to sell very easily because that energy build-up is there!
- So as a good example of an e-commerce platform someone asks for a home gymnasium workout.
- So selling running shoes would also help.
- So also say someone asks for email software, then The software for Email automation tools would also help.
- So this kind of cross-selling is very much focused and Tailored for the individual behavior and consequently the conversion rate increases.
- Customer needs are considered so it’s not a random approach and is focused on the pattern of the group.
Strategic Placement in Sales Funnel- So while cross-selling to the customers the placing of the offers in the sales funnel is very important.
- So if strategically they placed in the sales funnel long-term gains are there.
- So in this case the key focus points are like placing a pointer or suggestion of related products in the product or solution-related pages or at the point of checking out or while sending confirmation emails to the customer.
- or even during onboarding or the time when a customer starts using the product or solution ensures that the customer’s intent and interest are aligned to the maximum with the product or solution.
- So the timing of what we do or when we do the context is everything that helps to define the sales.
- So regarding the timings of the cross-selling.
- We have like For a post-purchase sending a thank-you email helps.
- Or for example, suggesting an extended warranty right at checkout or a discount on accessories seems appropriate and easily adjusted by the customer.
- Although poorly timed cross-sells can seem like a diversion, they can bring real value when matched with the customer’s perspective and help put things in the sales funnel, therefore expanding sales size without much resistance!
conclusion
- Up-selling and cross-selling Both are very powerful approaches to sell solutions and get more revenues out of the same.
- Especially when proper strategy is taken on it.
- So also it is all, well thought.
- So primarily up selling focuses on encouraging & motivating customers to go for higher valued offerings with more benefits and longer-term period values.
- while on the other hand Cross selling looks at the complimentary offerings to enhance the original purchase of the customer.
- The core success depends on understanding the customer needs very well personalizing the recommendation and then delivering the suggestions at the right time at the right moment.
- When all the things are applied with basic clarity these techniques .
- It build up trust & increased satisfaction.
- Plus it significantly contributes to the business growth.
Cross-Selling – Sub-Topics
Complementary Product Mapping
- TRY SALES Enhancer for FREE Now!!!
Please SELECT only the TRIAL REPORT option and NOT the DEMO Report as given in the image above on the form
CHECK TRIAL SALES & Customer Relationships Enhancer report CLICK HERE
For paid reports , you can kindly contact us at abioanalytics@gmail.com
OR simply fill up the form:
Other SALES ARTICLES 
